Cyber Bills Mean Technology Sales
April 11, 2012 Leave a comment
No sooner had a group of Senators introduced the Cybersecurity Act of 2012 then a competing group introduced the SECURE IT Act of 2012. Both bills use nearly identical language to impose a new era of compulsory continuous monitoring (CM) of information systems by federal agencies. So no matter which version eventually makes it into law, continuous monitoring is coming as a major new requirement for federal agencies
Although the legislative negotiations might take months, now is the time to begin to formulate a sales strategy surrounding the CM mandate.
Hardware vendors should consider OEM or value-added relationships with software manufacturers. They should keep the following tips in mind:
- Simplify the buy for federal customers by offering an integrated solution
- Develop a sales approach that emphasizes versatility of your product
- Don’t overlook the mobile possibilities of CM solutions